Sales and Marketing Applications

Question 1

What do Sales processes allow?

Answer 1

They define the custom set of sales stages that an opportunity must pass through during the lifecycle of open to close.

Question 2

What are opportunities?

Answer 2

They are used to track sale deals in Salesforce.

Question 3

What happens to the sales stages if no opportunity record types are found?

Answer 3

All sales stages picklist values can be selected.

Question 4

How is the expected revenue calculated on opportunities?

Answer 4

The probability field is multiplied to the amount field. For example, if probability is 10% on the prospecting stage and the amount is £15,000 the expected revenue is £1,500.

Question 5

What should an admin do if the company needs different opportunity stages for different opportunities?

Answer 5

They will need to define a sales process, this allows the admin to define a custom series of sales stages.

Question 6

What are opportunity record types used for?

Answer 6

To assign sales processes, picklist values, page layouts etc. When you make a record type you will need to choose a sales process.

Question 7

How are forecast categories assigned?

Answer 7

They are assigned on opportunity stages (i.e. Pipeline, commit, omitted, closed)

Question 8

How is forecast measured?

Answer 8

Revenue and/or quantity

Question 9

What are quotes?

Answer 9

Quotes are records that can be created from an Opportunity and shows the proposed prices for products and services in salesforce for a customer. They need to be enabled in set up.

Question 10

How can you share a quote externally?

Answer 10

You can use a button to generate a quote PDF. You can either save and email the quote or just save it to a quote.

Question 11

How to you create the quote templates?

Answer 11

Go to set up and search for Quote Templates, you can make a new one there. The editing is just a page layout.

Question 12

What is quote syncing used for?

Answer 12

Allows users to link a quote to the opportunity the quote came from and reflect the updates made between the two records

Question 13

I want to be able to sync a quote and an opportunity together using custom fields, how do I do this?

Answer 13

Natively you can’t sync custom opportunity fields or custom opportunity line-item fields. To do this you have to install an AppExchange app or write a trigger.

Question 14

What is a quote line item?

Answer 14

They are automatically created when you create a quote from an opportunity based on the products in that opportunity. It is a record that stores information about a product or service that a sales representative has quoted.

Question 15

What are opportunity splits?

Answer 15

Allow opportunity revenue or other opportunity currency fields to be split among the opportunity team members.

Question 16

What needs to be enabled before you can enable Opportunity Splits?

Answer 16

Team Selling

Question 17

What are the default opportunity splits?

Answer 17

Revenue split - Split the opportunity amount field, must always be equal to 100%

Overlay split - Based on the amount field and not needed to total to 100%

Question 18

What is the default opportunity split and what happens to all historical opportunities?

Answer 18

The owner of the opportunity will have 100% of the split. To edit this you have to edit the related list on the opportunity record page.

Question 19

Can custom opportunity splits be created? What currency fields can a split not be used on?

Answer 19

Yes - up to 6. It will not work for formula currency fields.

Question 20

What needs to be used when a team that has collaborated on an opportunity would like their equal share of compensation based on their contribution to the sale?

Answer 20

An opportunity split should be used to dictate what currency fields are used to decide the compensation and also their contribution as a %.

Question 21

What is forecasting used for?

Answer 21

Predict sales revenue and quantities from the opportunity pipeline.

Question 22

What are orders and reduction orders?

Answer 22

An order is an agreement with a customer to provide products or services

Reduction orders can be used for cancellations, returns or reductions

Question 23

Why might you want to create opportunity record types? Name 3 reasons.

Answer 23

Different layouts
Different picklist values for same picklist fields across record types
Different sale stages